VALOR Flashcards
What does Valor stand for?
Value Oriented Recruiting
What is considered the “WHAT” in VALOR?
The “Recruiting Roadmap”
What are the Sales Phases of the Recruiting Roadmap?
- Engage
- Assess
- Connect
- Reveal
- Win
- Mentor
What does Engage mean?
Identify a Prospect and understand there unique life situation.
What does Assess mean?
Discover the Prospects pressures, plans, and problems.
What does Connect mean?
Validate the Prospects pressures, plans and problems through ongoing collaboration.
What does Reveal mean?
Create a clear vision aligning the Navy’s advantages with the prospect’s pressures, plans and problems.
What does Win mean?
Schedule a meeting with the influencers as needed.
What does Mentor mean?
Collaborate with the Future Sailor/Collegiate throughout DEP.
What does the ENGAGE Phase of the Recruiting Roadmap focus on?
Focuses on prospecting.
What are the Prospect Engagement Skills involved with the Recruiting Roadmap?
- Discovery
- Alignment
- Positioning
- Distinction
- Collaboration
What are the Sales Assets associated with Valor? (Five T’s)
- Time
- Team
- Talent
- Territory
- Tools and Technology
What is considered the “WHO” in VALOR?
Prospect Specific Value Propositions
What is the definition of a Prospects life pressures?
What is happening or not happening in the life of the individual that is causing them to consider the Navy.
What is the definition of a Prospects Plans and Objectives?
This is what the Prospect is doing to try to change there life style.
What is the definition of a Prospects Problems and Challenges?
These are the types of problems or challenges they are encountering when they try to make their plans reality.
What is considered an “Open-ended” question?
Requires more than a limited response and encourages discussion.
What is considered a “Close-ended” question?
Requires a specific or limited response and discussion.
What is considered a “Thought Provoking” question?
Causes the Prospect to reflect and think.
What is considered a “Value Focused” question?
Discovers what the Proslect values.
What are the types of Prospect’s objections?
- Apathy: “I don’t care”
- Doubt: “I don’t believe”
- Confusion: “I don’t understand”
- Obstacle: “I don’t like”
What are the steps in handling Prospects objections? (5 R’s)
- Recognize
- Relate
- Realize
- Respond
- Reinforce
What is Rocognize?
Actively listening to determine the type of objection.
What is Relate?
Empathize and Restate what you heard for clarification.
What is Realize?
Ask open and closed discovery questions.
What is Respond?
Align relevant Navy opportunities with the issue.
What is Reinforce?
Position the potential value for the Prospect.
What are the categories of Navy Opportunity Value? (BBETRR)
Benefits Brand and Reputation Experience Training Relationships Resources
What is considered the “WHO” in valor?
The “White Board”
How many parts are there to the White Board and what are they?
7
- Pressures
- Plans
- Problems
- Opportunities
- Advantages
- Reference
- Navy’s Unique Value
What is considered the “WHEN” in VALOR?
The POINTS Meeting Plan
What does POINTS stand for?
Purpose Outcomes Intelligence Needs Teams Strategy
What does Purpose mean in POINTS?
Why are we meeting with this individual?
What does Outcomes mean with POINTS?
What do we hope to accomplish in this meeting?
What does Intelligence mean with POINTS?
How much do we know about this Individual?
What does Needs mean with POINTS?
What does this Individual need from the Navy?
What does Teams mean with POINTS?
Who is participating in this meeting?
What does Strategy mean with POINTS?
What is our strategy to ensure a successful meeting?
What is the definition of Sales Training?
A process for teaching and equipping salespeople to do things they either don’t know how to do or need to do better.
What is the definition of Sales Management?
A process for motivating and ensuring salespeople do the things they should know how to do.
What is the definition of Sales Coaching?
A process for assessing salespeople and enabling them to optimize their skills and abilities.
